A Field Examination of Two Measures of Work Motivation as Predictors of Leaders' Influence Tactics

ABSTRACT. The authors tested 2 motivation measures, the Motivation Sources Inventory (MSI; J. E. Barbuto & R. W. Scholl, 1998) and the Job Choice Decision-Making Exercise (A. M. Harrell & M. J. Stahl, 1981) as predictors of leaders' influence tactics. The authors sampled 219 leader-member dyads from a variety of organizations and communities throughout the central United States. Results strongly favored the MSI as a predictor of influence tactics. Limitations of the study include low power of …

…leader power, target resistance, and cultural characteristics. The present results also demonstrate future opportunities for motivation researchers to use a similar framework (Barbuto & Scholl, 1998). This research project was partially funded by the Agricultural Research Division of the University of Nebraska-Lincoln and has been assigned the journal series number 13100. The authors thank Data Lacy, Earl Russell, Dan Wheeler, and Liezel Lane for their input at various stages of this research. Received May 19, 1999 Accepted May 8, 2001